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She found that there was a lot of resistance to the purchase of life insurance in the nineteenth century.
她发现19世纪的人们,对购买寿险有很强的抵触情绪
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Ideally, life insurance is insuring people-- or fire insurance is insuring people-- against independent events, so it's not the fire of London.
理想状态下,人寿保险,或者是火灾险,承保的对象都是独立事件,伦敦大火的例子不在讨论范围
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If you didn't really believe you were going to die, that is undergo bodily death, why would you take out life insurance?
如果人们不相信自己会死，不相信肉体的消亡，那为什么买人寿保险？
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I don't know how you think of life insurance salespeople, but they have been pillars of the community.
我不知道你们怎么看待寿险推销员,但他们已然成为了社区的支柱
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Another kind of monoline insurance is health insurance company that merely insures people against health costs, and another important category is life insurance.
另一类单线保险公司是健康保险公司,它们专门为人们的医疗费用提供保险,另外一个重要的分类是人寿保险公司
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People, for example, take out life insurance so that-- well, here's what seems to be the explanation.
比如人们，为自己买人寿保险-,这个行为的理由可能就是。
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If you offer life insurance, you have life tables which give you probabilities of dying at various ages, but that's for the general population.
如果你提供人寿险,你会找张寿命表,告诉你各个年龄段的死亡率,但那是针对普通人群的
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The third thing I was going to report was that sociologist Viviana Zelizer wrote a book about life insurance sales in the nineteenth century.
我要讲的第三件事是,社会学家维维安娜·泽利泽写的一部关于,19世纪寿险销售情况的著作
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An insurance policy--the concept is very simple, we could talk about fire insurance or life insurance.
保单的概念其实很简单，我们可以谈谈火灾保险，或者人寿保险。
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You should think that people would really want life insurance but they were not buying it.
你可以想象当时的人们是多么需要寿险,但他们却不去购买保险
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If someone comes to your home and says, I would like to sell you life insurance.
如果有个人敲开你家的门并对你说,我是来向您出售人寿保险的
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Let's talk about life insurance-- and we're talking about kinds of policies that are around today.
不妨先讲述下寿险,我们讨论的是几种常见保单
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We have to exclude certain causes, like suicide, in the case of life insurance.
我们得排除某些特定情况，例如在人寿保险中自杀为除外责任。
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Life insurance is--what it insures is a beneficiary against the death of an insured.
寿险公司针对被保险人的死亡,向受益人提供保险
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That's what you need to know if you're going to do life insurance.
如果你想从事人寿保险,你必须对它有所了解
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There's something called "variable life," which refers to a life insurance policy where the policyholder can make decisions about the investment of the money in the whole life policy.
有种保单叫做"可变寿险",作为终身寿险的一种,投保人可以自主选择,在终身寿险上进行多少投资
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What Zelizer reported was that some life insurance companies surmounted this problem by changing the pitch, by telling their salespeople, don't try to explain probability theory to these people.
泽利泽发现有些寿险公司,通过改变营销思路克服了这个难题,他们告诉自己的推销员,不要试图给你的客户讲概率论
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The simplest form of life insurance is called "term insurance."
最简单的寿险保单形式叫做定期人寿保险
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And for all I know, Ivan Ilyich had life insurance.
而且也有买人寿保险。
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In the case of life insurance, they developed actuarial tables that require a collecting of statistics.
就人寿保险来说，还需要开发出精准的表格,这需要收集很多统计数据。
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Life insurance is actually an insurance against one of you dying; it's a very unpleasant topic.
人寿保险实际上是为死亡投保,这是个让人极度不快的话题
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All the sick people will come to you to buy life insurance and they will turn out to have a higher death rate than the population at large.
所有生病的人都会向你购买人寿险,而他们比普通人群,有着更高的死亡率
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Back in the 1840s, life insurance was very important because the average expectancy of life was only something like forty-five years, so that meant parents were dying left and right.
在19世纪40年代的时候,寿险是非常重要的,因为当时的人均期望寿命,仅为45岁左右,这意味着双亲平均只能活到45岁
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They would tell these women, you know, if you buy life insurance on your husband, then should anything happen your husband can love and protect you from beyond the grave.
他们会告诉这些女人,如果你为你的丈夫购买了寿险,那么万一有意外发生,你丈夫的在天之灵仍会保佑你渡过难关
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Why don't you make it into full-blown life insurance?
为什么不发展成全面的人寿险呢
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Well, what she found was that life insurance salespeople were going to families and trying to sell them on life insurance by explaining the concept and they would say something like I did.
这是因为她发现当时的保险推销员,总是来到客户家中,并且希望通过介绍各种概念来推销保险,他们会说一些类似我之前讲过的东西
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They have to pay--the premium has to cover the costs, so it was tough to get someone to buy life insurance even though they really needed it--it was such a good idea for them.
因为保费必须要超过保险公司的成本,因此,尽管寿险很好,人们也需要它,但是真正要说服人们购买,却是很困难的
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